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Persuasion Chap5
| Term | Definition |
|---|---|
| Reinforcement expectancy theory | people seek out and remember information that provides cognitive support for their pre-existing attitudes and beliefs |
| Individualism | cultural trait that everyone is worried about the individual |
| Collectivism | cultural trait that everyone is worried about the collective group. |
| Self-monitoring | Personality trait that deals with how sensitive people are to social cues |
| low self-monitors | tend to be less sensitive than others to social cues, they are not that concerned about what others think of their behaviors. |
| high self-monitors | Tend to be very sensitive to social cues, they pay attention to what’s considered appropriate in a given situation and act accordingly |
| social judgment theory | explanation of the process by which people are persuaded. |
| ego involvement | is the importance or centrality of an issue to a person’s life |
| anchor | most preferred position on an issue |
| latitude of acceptance | Area past the preferred position that are still viewed a acceptable |
| latitude of noncommitment | Positions that a person feels neutral towards |
| latitude of rejection | Positions that a person would reject |
| contrast effect | when a message falls to far away from the preferred position it is viewed as farther away than it really is. |
| assimilation effect | when a message that falls within the latitude of acceptance it is viewed as closer than it actually is. |
| authoritarian | these people respect authoritive leadership and tend to follow authorities blindly. |
| dogmatism | These people are very close minded and tend to believe there is only one right way to do things. |
| Constructivism | People attempt to make sense of their world by using constructs. |
| constructs | are perceptual categories that we use when evaluating everything. |
| cognitive complex | people who use a large number of different and abstract constructs that are well integrated. |
| cognitive simple | People who use few and less abstract constructs. |
| verbal aggression | a destructive form of aggression with a tendency to attack someone using threats. It is aimed at damaging another person’s self-concept. |
| argumentativeness | a constructive form of assertiveness with a tend to defend and refute positions on a controversial issue. |
Created by:
wezitar
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